Today, we’re diving deep into a topic that’s been a recurring theme in our discussions: the role of real estate agents in your land investing business. We have changed our tune over the years in regard to realtors – if you go digging you’ll absolutely be able to find some old podcasts where we were not particularly positive about realtors. As the market has changed, our attitude towards agents has changed too.

Why Real Estate Agents are Valuable in Land Sales –

1. Navigating Local Markets: Agents possess an intimate understanding of the local real estate dynamics, which is crucial for positioning your land attractively in the market. Their insights into buyer preferences, the local market, and the attractions of the area can significantly enhance your listing’s potential. PRO TIP: We’ve also been known to befriend a local realtor and give them a call before sending a mailer to their area to run our targeting by them.
2. Marketing Expertise and Access: The right agent extends your reach far beyond personal capabilities, utilizing MLS listings, professional networks, and targeted marketing strategies to showcase your property to a broader audience.
3. Negotiation: Agents handle all negotiations and come to you when they’re ready to present an offer, ensuring you secure the best possible deal while avoiding the day-to-day contact with buyers.
4. Scalability: We’re all here because we want to do deals. Big deals, and a lot of them. Selling properties takes time – you need to create the listing, get images, post everywhere, talk to buyers and answer questions, follow-up… you get where I’m going with this. The best way to scale the sales of your business is to have help – and realtors answer that for us.

Identifying the Right Agent for Your Land Deals

Given the critical role agents play, selecting the right one becomes abundantly important. Here’s how we decide which agents to work with –

Start by researching agents with a strong presence and proven track record in land sales within your target area. Referrals from fellow investors or local real estate professionals can be valuable as well. Land is very different from housing, so you really want to find someone with specific land experience.

Take a look at the agent’s listings. Is their pricing correct? Do their land listings have one bad picture or a variety of beautiful photos with drone shots? Is their listing info just one sentence, or does it make you want to live there too? You need someone who is proactively selling, and that starts with their listings. Make sure you give the agent a call too, the #1 most important thing an agent needs to do is answer their phone.

Beyond that, make sure that your goals align with those of your agent.. You need to be on the same page with your timeline to sell, how and where they are going to market (EVERYWHERE), and pricing. If all of these things line up, odds are you’ve found a good realtor to test working with!

Hopefully this fuels your strategy as you navigate your next land investment deal.